Frank tapped his knee nervously. Outside, a mass of street activity involving people, people and more people, whizzed passed the rented cab. It was his first visit to Japan. In fact it was his company’s first major business deal with a Japanese conglomerate. He opened his brown briefcase and took out a small notepad to calm his nerves. Thumbing through the pages, he tried to cram in as much Japanese word as he could though he kept stumbling over Konichiwa.
His pulse raced as he recalled the instructions of well-meaning friends and colleagues on Japanese culture. First and foremost, they said, he might be expected to take off his shoes so he had to make sure to bring along clean socks that didn’t have holes in them. Then they told him that Japanese businessmen only wear white shirts and dark jackets, which would need to last until after drinking hours. Frank sent all three of his white shirts to the cleaners and aired his dark grey wedding jacket. He even went for a haircut and bought a bottle of scentless gel as well as a small comb to hide in his shirt pocket for good measure. As an extra precaution for that afternoon's meeting, he took a second shower after lunch.
The taxi slowed, made a right turn and stopped in front of a white six-storey building. Frank took out his credit card and signed the receipt, after which the driver called out his thanks in Japanese, flicked a switch and opened the passenger door. Frank stepped out and marched up a short flight of stairs into an airy lobby. A few people bowed to him and when he stopped in his tracks to respond, he was surprised that they passed him by without a word. He strode towards the reception counter. A young woman in blue uniform stood up and bowed.
With a thick accent, she said, “Welcome to Tako Trading. May I ask who you are seeing?”
“Kon..chiwa, I have a meeting with Mr. Nagai.” He took out his notebook and continued, “Watashi wa Frank-san desu?”
“Ah, hai,” she bowed, before picking up the phone and dialling an extension. “Moshi, moshi Nagai-sama. Franksan-sama ga reception ni irasshaimasu.”
Darn, Frank thought to himself, I should not have put in the honorific ‘san’ when I introduced myself. Now she thinks my name is Franksan.
She indicated the seating area to him and asked him to wait. Soon a stout man with round smiling pink cheeks appeared and introduced himself as Nagai. They shook hands and bowed at the same time. Nagai held out a business card, which made Frank fumble for his wallet.
A general discussion of the weather and a more detailed one on the price of a cup of coffee in Tokyo kept them occupied as they took a polished elevator to the third floor.
Nagai showed him into an old but well maintained meeting room which was furnished only with a wide oval table surrounded by plain office chairs and a worn whiteboard. To one end, a pot of warming coffee and two different sets of cups and saucers were arranged in rows. Frank took a deep breath: His colleagues did warn him that Japanese managers usually invite their staff in droves to attend even a small meeting.
Exactly five minutes before the meeting started, the room began to fill up and Frank exchanged his business cards with ten other men. He was pleased to note that the Vice-President of Manufacturing, Mr. Ogawa, would be joining them. The light was dimmed and a projector reflected his presentation on the white board.
Forty minutes later, Frank was exhausted. Each explanation he gave to a question was countered with more questions which he could not answer, so after the tenth I-will-ask-my-people statement, he began to feel like a bumbling idiot who did not deserve his Sales Manager’s position.
Nagai called for a break. Ogawa stood up and placed a hand on Frank’s shoulder as he led him to the sweet smelling coffee pot.
Frank tried to redeem himself. “I think you understand, Ogawa-san, that this new development will work very well for your company.”
“Yes, I can see your reasoning. But my people will still need to study the market and make sure that the trend will move in the manner you say.”
Frank reached for a blue cup and poured coffee and cream. “Surely Tako Trading will consider a test run first, because there is no data for this manner of marketing yet.”
Ogawa scooped a teaspoon of sugar into a white cup. “Our investors are not forgiving if we fail. Especially since the project will be extensive. As Tanaka-san said, why be the first to start a trend. It is expensive.”
Frank sighed, for Ogawa had dismissed him by turning his attention to Nagai. He picked a saucer and walked back to his seat. Soon he noticed that all eyes were on him. He looked down - blue cup on white saucer. Frank choked down his embarrassment.
Only the sound of a humming air-conditioner and the stirring of Ogawa’s spoon filled the ensuing silence. Then the Vice-President placed his cup atop a blue saucer before returning to his seat. He smiled as he turned to face Frank. “Well Frank-san. You have come a long way to tell us about this new marketing plan. But I hope you can understand our need to be cautious. The economy has slowed and quick thinking is required in such situations. But a slow economy also means that we have no room to make mistakes.”
Frank nodded, both to acknowledge Ogawa's view as well as to show his appreciation. The older man had saved Frank's face by deliberately picking the wrong saucer for his own cup. Regardless of the outcome of that meeting, the Englishman had not lost the respect of his counterparts in Tako Trading because of a mismatched cup and saucer.
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